Most loan officers view this industry as their career and a job. That is very dangerous thinking. Once you get a job your mind works on it as a job. Even the best, most successful and organized loan officer is rarely able to get it "all" done. You know what I mean. Originate, follow up, market. Well it is a daunting task and worst of all our income depends on being able to do each part successfully.
You must be able to get your current pipeline closed, always be bringing in new business, and make sure your past clients are sending your referrals.
I am tired just writing about it. But over my last 25 years I have worked on making each piece of this puzzle much more automatic. Here is the reality - You must have systems in place. If you do not have systems that help you accomplish all of these components you will fail! No, you may not quit the business but you surely will not be able to generate the income you are capable of.
Here is a resource I recently shared with a group of top originators at one of my closed door sessions.
Putting your follow up on autopilot: here is a resource you can go to for more information -
If currently don't have a system than your business is running you instead of you running it. This one fact is so important that I just sent my Platinum and One on One Coaching Members a special book by marketing expert Dan Kennedy called "The Ultimate Marketing Plan." If you are not a Platinum or Coaching Member I would encourage you to get this book.
Once you realize that you need to work on your business your income will explode. Think about it. We are all selling a service. It is much easier to sell a car or any other tangible product for that matter.
Here is what I suggest you do right now. Go to your planner and block out one day a week where you will be unavailable for two hours. Spend this time working on your marketing and business building ideas and put them into practice.
Finally, I would tell you, just as I did the attendees of this closed door session, please be careful who you listen to.
Here is the criteria. The person must currently originate loans and must be earning more than you. Ideally they are earning what you want to eventually earn. There is so much negativity out there now since rates have gone up and business has slowed down. Stop listening to the "pissers and moaners" They are losers!
Here I am, barely a high school graduate, started with no training at all when rates were in the teens and I have a seven figure income. Many of my coaching and Platinum members do as well. So why don't you? It is possible.
Well there you have it. Take a few moments now - you won't get around to it later- and review the resources I have mentioned. The big key to quick success with anything is massive action. For those of you who know me well you know that those are words I live by each and every day. You should too!
Brian Sacks is the CEO of
